Sample Set of Sales Topics for Sales engineers

Market analysis - Introduce how to scope and define potential markets, customer segments and types of buyers to develop the most
effective sales approach for each market/customer combination.
Understanding Customer's needs/ end use of goods or services
The selling process - The overall process of sales including relationship building, decision points, requirements, and solution building
Hands on selling - Opportunities for students whether it be internships, on campus organization, ride along programs.
The structured sales call - The elements of a sales call, from building rapport to presenting a solution
Ride alongs1) Exposure to dealer and customer. Learn the role that the manufacturer and dealer play in supporting customers business. 2)
Understand value selling and customer needs. Customers are conscious of their owning and operating expenses and will
Requirements gathering - Specification / RFQ review, defining of requirements, manufacturing / service constraints (in-house, outside
vendors and contractors), quotation and proposal preparation / submittal
Financial decision process - Engineering economy including time value of money, investment options, taxes, depreciation.
Pricing strategies - Determine when to use a value added approach vs. a commodity approach and when to sell on a direct basis vs. through
distribution
Logistics & Supply chain - Expand production and inventory management concepts to broader supply chain issues (customer service, order
processing, inventory management, transportation, collaboration/communication, information technology, etc.). Help students gain an
understanding of the overall process
Legal & contracts- Terms & Conditions of sale, export control laws, Sarbannes-Oxley (SOX) compliance, liquidated damages,
indemnifications, risk reviews, insurance, local and national governments
Communications: presentations - Presentation skills including with and without Powerpoint, identifying your audience (e.g., engineers,
managers, others), effective use or nonuse of technology, data integration, detail level considerations (based on audience)
Communications: verbal - Verbal and nonverbal communication skills including active listening, asking appropriate questions, phone and
technology etiquette
Communications: written - Written communication skills including identification of your audience, determining best means of communication,
practice with different writing needs including emails, memos, letter, proposals.
Finance and Leasing1) Learn the tools needed to support customers in large capital equipment purchases. For example, renting equipment,
rent to own, lease, buying points down, and trading in equipment
2) Understand dealer and customer risk & solvency in purchasing equipment
Purchasing strategies - Understand what purchasing agents know making you a more effective negotiator and solutions provider and
ultimately their preferred partner
Simulation and modeling to support sales - Introduce concepts of applying a stochastic model of the proposed solution in action to help sell
the product/service. Simulation can show the range of expected results and decrease skepticism around the viability of the proposal.
Animation is a useful
Environmental - Understanding environmental impacts of customer decisions and how you can address that
Selling higher in the organization - Ability to identify the true decision maker and methods to effectively communicate with them
Government sales - Understanding how the decision process in government organizations2.2